Case Study: TelePacific Communications achieves 60-70% faster pricing and agile solution selling with Experlogix

Telecom company gains increased agility and flexibility in pricing campaigns, solution selling, and customer responsiveness with CPQ

TelePacific Communications, a Los Angeles–based telecom serving about 40,000 businesses, faced limits from a homegrown Microsoft Access pricing/quote system and a CRM used mainly as an order pipeline. Rapid growth exposed the system’s shortcomings — changes took three to six months to program, pricing updates had to be made in three different systems, sales relied on memory for complex product rules, and marketing often used manual workarounds.

By extending Microsoft Dynamics CRM with Experlogix CPQ, TelePacific centralized pricing, quoting, ordering and provisioning in a single, rules-driven engine and shifted update control from IT to business users. The change cut time to initiate pricing programs by 60–70%, ensured consistent pricing across systems, enforced business rules and validations, improved suggestive selling and provisioning accuracy, and enabled more flexible solution-selling and faster customer responsiveness.

TelePacific Communications

David Zahn

Senior Vice President of Marketing